Motivate Your Networks, Part 4

Power Thought of the Week with Patricia Parham, Ph.D.

Motivate by Sharing Information

As people describe their challenges, pinpoint exactly what they need. Then, be generous in sharing information and referrals. Keep a reservoir of resources at your fingertips and only refer those of which you have personal knowledge and can vouch for quality. If you can help solve someone else’s problem today, tomorrow they, or someone else, will help you solve yours. Pay it forward and build good will in your networks.

Forward/Share This Article With Colleagues And Social Media:

Motivate Your Networks, Part 4

The First Impression Factor, Part VI

JetNetting with Heshie Segal

It’s time to wrap up the physical “Look” needed to create a positive first impression. All of this for a split second . . .
and for the quintessential professional, it is well worth the effort.

Purse/Pocketbook/Bag

By whatever name you call it, small, structured and leather are the key ingredients for the professional look. Leave soft, floppy, straw and canvas for casual occasions. Dark shoes are favored over light colors. Match the bag or purse, and belt if one is worn, to the shoes. Matching a color in the clothing makes it more casual.

Briefcase

For either gender, a leather briefcase is appropriate. If you use it everyday, it will eventually get worn and “tired” looking. While you may become attached to your briefcase, you cannot let sentimentality rule professionalism. Consider donating it to someone less fortunate and buy yourself a new one. Do NOT use a nylon bag to carry important papers.

Jewelry

Whether for men or women, the selection of jewelry to be worn, should be based upon the meeting, the gathering, the event, perhaps the culture and even the location. Jewelry should accentuate your professional attire - not dominate and detract from it. Women in a small group, can usually wear catchy, unique jewelry. For an interview, earrings, bracelets or necklaces might be distracting so keep them small, simple and 14 karat gold. Sterling silver is also a possibility, and gold is still preferable. Wearing flashy jewelry in a conservative environment will probably not gain points for you. Wear one earring per ear, no more than two rings on your hands, one watch, one bracelet, and a necklace or brooch-type pin. Avoid wearing earrings if they are not in your ear lobes. Ankle bracelets are not perceived as professional.

Men who wear earrings are making a statement. This is a negative in most business circles. As for other jewelry . . . chains, bands, or necklaces should be understated and at best, not visible. Only a wedding ring or college ring should be worn.

The one standard piece of jewelry is the watch. If you work in a creative industry, you have the edge in flexibility. Otherwise, the best choice is to go with a conservative look.

This would be the time to stretch your budget. A leather strap or metal band is appropriate. If a watch has a round face and a black leather bad, it projects someone who is conservative, straight forward and practical. By wearing a stainless steel gold watch, you are seen as assertive and outgoing. Choose a watch with a date indicator. Use a digital watch for casual events.

Umbrella

If you carry an umbrella, use one that is high quality. It is possible no one will notice how nice it is and, if it is of inferior quality, they will surely notice if it’s the dollar store variety. A solid is better than a pattern. A black or a dark color is preferable.

Gloves

If it is cold, high quality black leather gloves are the way to go.

Eyewear

Eyewear should be in style. There are changes each year in eyewear; sometimes they are subtle but if you are still wearing what was in vogue ten years ago, chances are that people will consider you to be: 1). Behind the times; 2). Not open to change; 3). Unwilling to take a risk; 4). Too cheap to buy new glasses. If the glasses are too showy, that’s what people will remember. Wear simple glasses that fit your face, not ones that overpower it. Be aware that tinted lenses can affect your appearance and your behavior. Not only will you appear more tired when using a yellow or brown tint, you will also reduce eye contact. This can become a barrier. The same holds true for photo gray glasses that turn dark when light hits them. They will make you look as though you have something to hide. Stay away from trendy styles – trends come and go.

Grooming

You are dressed and “accessorized” perfectly for the occasion. Are you set to go? Almost. The “look” is incomplete unless grooming is impeccable. Call it personal grooming or personal hygiene, this reflects the respect you show for yourself. It is the total package that sends a message to anyone who meets you; and remember, perception is everything.

Depending on the situation, each of the following areas will vary in importance.

If have you body or tongue piercing, remember they are acceptable in a society that also wears them.

Body:
Cleanliness is key. Shower or bathe before you go out. Use deodorant. Body or tongue piercing is only acceptable in a society that also wears them. Outside that culture, you will want to remove them if being accepted is important to you. The same goes for tattoos, so cover them if possible.

* Breath: Tobacco, alcohol, coffee and other foods may leave breath odor. Carry a fold up tooth brush or breath mints if needed.

* Fingernails: Nails should be clean and well groomed, i.e. neatly trimmed, manicured cuticles, avoiding extremes of nail length and polish color, especially in conservative industries. Nails that are too long, and nail ornaments or stickers, create distractions and may send wrong messages. A clear or neutral color is the best choice for women in a conservative environment.

* Hair (women): What you do with your hair reflects your personal awareness about creating a professional image. Not only should your hair be clean, trimmed, neatly combed or arranged, it also needs to be fashionably styled, cut to the shape of your face, be proportionate for your body and be age and culture appropriate. If you use hair color, it should match your skin tones and be properly maintained. Invest in yourself. Doing it the right way will save you time and energy and create a top notch image.

If you have long hair and do not want it to be a distraction, use a simple clip to pull it back. Also remember, fussing with your hair in public IS a distraction.

* Hair (men): The same rules apply to men with this added caveat: when men are going gray, it begins to look distinguished. (Women simply look like they are getting older. Who says public opinion is fair?)

* Facial Hair (men) Freshly shaved is professionally correct. If you have a mustache or beard, it should be neatly groomed. Some authorities claim, any facial hair has a weakening effect since it is perceived to mask.

* Make-up (Women): Before applying make-up, wash and moisturize your skin. While too little make-up is better than too much, even a small amount of make-up is required to finish the professional look. Use a light application of foundation with blusher to smooth out the skin. Done properly, it will look like you are not even wearing make-up. Eyes can be accentuated with natural or beige shadow and liner or mascara. If you are on stage, all of this can be accentuated. For a business setting, avoid the drama of overdoing it. Wear a lipstick that complements your skin tones and your outfit.

*Perfumes, Colognes, After Shave: Avoid strong perfume scents. Use sparingly or none at all. You want to be remembered for who YOU, not your "lingering scent". Also be mindful of those who are allergic to fragrances.

* Teeth: Brush and floss daily and visit a dentist for regular cleanings.

There you have it. The “Look” can be yours if you want it.

In the next parts of The First Impression Factor, I will deal with attitude, body language, behavior, words and more.

Forward/Share This Article With Colleagues And Social Media:

The First Impression Factor, Part VI

Zap the Cultural Gaps with EI

By Maria Elena Duron

Multicultural Networking Editor

Managing emotions is a crucial competence for effectiveness in a world of differences. Different cultures respond differently to emotional displays, the ability to respond in an emotionally appropriate manner becomes an even more valuable asset for the global executive. Given the complex multicultural world in which we live and work, using emotional intelligence to understand cultural differences is a required competence. Emotional intelligence is great for building both productive relationships and interpersonal effectiveness. It is based on the premise that understanding other cultures is a pragmatic strategy, as well as a rich, rewarding approach to life.

I would like to share to you four practical tips to help you zap the cultural gaps through emotional intelligence. These four tips aim to guide and help you develop the critical skills that make up this competence.

Understanding Cultural Whys Behind a Behavior

Let me give you an example to explain this. During my last visit to the Philippines, I noticed that whenever I go to any establishment, whether high- or low-end, people would always call me “Ma’am” and my husband, “Sir.” It’s somehow annoying when I hear them say, “Let me repeat your order, Ma’am.” or “Is there anything else, Ma’am?” all the time! In the US, we usually hear “Ma’am” and “Sir” from those in the military. Although it was a bit irritating to hear (since I never attended a military school), I couldn’t just express my annoyance. I researched on it, and I found that “Filipinos are careful to show respect to those of superior status (due to age, education, organizational rank, perceived wealth, etc.). For instance, when speaking (in Tagalog-Pilipino) to an elder, a social superior, or a stranger, a person inserts the particle po or ho ("Sir" or "Ma'am") into almost every sentence.” (EveryCulture.com) I then understood that the waitress wasn’t really trying to annoy me; instead, she’s just showing respect.

This is a very simple example. However, it is very common to be misunderstood or to misunderstand people because of our cultural differences. They key is to hold on to your emotions first and try to get to the bottom of the behavior. Asking why wouldn’t hurt. Instead, it will help you understand why people do the things they do. It also helps you avoid any unnecessary conflicts.

Seeing the Benefits and Limitations of Cultural Norms

Remember the word “norms”? Merriam-Webster defines it as “a principle of right action binding upon the members of a group and serving to guide, control, or regulate proper and acceptable behavior.” When we understand the reason behind a person’s actions, it opens our eyes to the benefits and limitations of what’s normal for other people. At this point, we’d be able to see what good these norms can do to us and to what extent they are beneficial or harmful. Given the example above, if we try to see the benefits of using “Sir” and “Ma’am” in a business, we can then understand that it may boost sales, because guests may feel respected and valued. However, the limit is overdoing it. It would have been better if they introduced themselves and asked for the guests’ names or how they want to be called. That way, no one gets annoyed, and customers will still feel respected.

Transcending My Own Perspective

In this world, it is not enough that we understand our own feelings. We also need to understand other people’s feelings. That is when empathy comes into play. Aside from understanding the reason, benefits, and limits behind various cultural norms, it is also good if we are able to empathize and walk in other people’s shoes. This includes controlling our urge to judge other cultures as inferior by acknowledging the pros and cons of all cultural norms, yours included. This deeper level of understanding helps you to see through others and get a handle on your own feelings about their behavior.

Creating an Environment That Values Diversity

The first three tips mentioned earlier will not work as effectively if you are the only one doing it. Spread the word, and help your friends and colleagues understand about how EI can help us build stronger working relationships with our peers, bosses, and even clients. An organization comprised of emotionally intelligent people is more likely to succeed than those who do not have the same competencies. Don’t keep the knowledge to yourself - be an advocate of emotional intelligence to help zap the cultural gaps!

Forward/Share This Article With Colleagues And Social Media:

Zap the Cultural Gaps with EI

We Stand on the Brink of a New Era…

By Meira Findel

Health & Wellness Editor

This is a time of deep community. You realize you are being called upon to unite in consciousness – to shift our collective beliefs and the collective projection of the planetary matrix. You always knew you were not here on this journey to be alone. Together we are here to create a new world. You don’t have to be alone anymore.

The Quaternity Insitute, the first school ever to make human potential educational workshops free and accessible to everyone, is having their inaugural fundraiser to build the new community that we have all been seeking on November 1^st, 2008 from 4:30 – 9:00 pm in New Brunswick, New Jersey. For registration please go to : www.QuaternityInstitute.com.

This event will be full of great food, inspiration, connection, music, service, contribution and making a difference. All this while networking with the best of the best in the holistic/spiritual community.

The Keynote Speaker, Karen Curry will be traveling from Minnesota to show us the key steps to co-create with the Divine to create an abundant world for all of us. Karen will also have her new book In The Body of God available. www.insidethebodyofgod.com

Sheryl Blumenthal, www.littleone.us, my personal cherub, will be traveling from North Pennsylvania bringing with her an amazing feeling of connectedness and will give us proof that our thoughts and intentions manifest our reality.

Music will be provided by two wonderful artists, teachers and healers:

Daniel, a Grammy-nominated, Yoga professor, http://www.myspace.com/13hands.

And

Kanttara, Life by Spirit, Divine Music, www.lifebyspirit.net

Two amazing lights on this planet

The event will have lots of wonderful surprises with gifts and prizes…

THE QUATERNITY INSTITUTE MISSION IS:

With a commitment to the highest standard of education, we will ensure the opportunity to administer human potential education beyond the need of financial capability of organizations or individuals; provide environmental conservation projects that are open to the public to foster environmental education & sensitivity; stimulate community interaction with youth, adults and elders; & promote holistic education in the areas of physical, financial, emotional, spiritual and mental well-being. www.QuaternityInstitute.com.

GIGI, THE FOUNDER OF THE QUATERNITY INSTITUTE INVITES YOU TO Come join us…

Forward/Share This Article With Colleagues And Social Media:

We Stand on the Brink of a New Era…

Director- and C-level Networking: A B2B Power Exchange Update

By Kathleen Ronald
Southwest Bureau Chief
(California, Nevada, Utah, Arizona)

My favorite aspect of my job as Southwest Bureau Chief for The National Networker is that every month, I have the privilege of bringing amazing, value-filled networking opportunities to your attention. Well, this month I’m bringing back Chris Pareja of B2B Power Exchange.

It has been over two years since B2B Power Exchange was first reported on The National Networker, http://thenationalnetworker.com/articles/2006_04_southwest.shtml and meanwhile, its members have been watching its value skyrocket!

For all those who need to meet with the ‘power players’- directors, VPs and CEOs, and think it’s too difficult to find any groups that give them these opportunities: help is here.

The networking opportunities that B2B Power Exchange www.b2bpowerexchange.com brings, will surely offer relief to people like you.

I am, as always, interested in the story of how organizations are born. Chris was out bumping around networking events, seeking connections to his ideal clients. As many of us who sell to top brass often do, he became frustrated that his networking efforts were wasted on events that supported the ‘business to consumer’ market.

Chris was tired of suffering and getting banged up at the bank with the cost of running around looking for his target audience. Knowing that he was not alone in suffering, Chris decided to create a solution for the many people who shared his pain. Knowing Chris, it is no surprise that he, in his modest words, “found a need and filled it.” The need was met in a big way when he launched B2B Power Exchange in 2004.

Chris’s mantra for B2B is clear: help people who sell at this level, to easily find, close and deliver business more effectively. Everything he does serves this mission statement.

Since we last reported, he has added many new benefits to experience.

What’s new?

• B2B holds 32 monthly in person breakfast meetings. (for locations, visit http://www.b2bpowerexchange.com/meetings.htm)
• B2B holds 32 online meetings a month. They are all free at this point – both for members and non-members.
• They also have specific meetings for specific targets (i.e. folks that have niched products and want to only meet HR, Finance or Business process Directors or above)
• B2B is hosting ½ day seminars each month, which address topics that support the needs of the community (small fee)

• The Online community launched in May hosts a plethora of features
• Webinars are a hot new feature as well and make it easy for all to join (FREE)

Although B2B’s breakfast meetings are largely focused in Northern and Southern California, they also have meetings in AZ, OR, CO, IL, NY and NJ. You can’t go broke, meetings are included for members and $40.00 for non-members. (Non-members can also mention The National Networker and attend their first meeting for $20.) The objectives of these meetings are to create a space for like-minded individuals to share what they do, to understand what each other are up to, to collaborate and enlarge their opportunities, and to easily access the right connections over eggs and bacon. What a brilliant concept!

After speaking with Chris, I immediately began to create a mental list of all of my friends who need to know about this awesome organization. Chris, thanks for creating this group so all of us can now find, close and deliver business more easily to our target markets.

Keep an eye on B2B as Chris is always adding, and bringing more value in new ways every month to serve his community’s needs.

Whether in person or online, B2B is the solution – not only for folks that want to work with companies and corporations, but also for folks that are at corporations, looking for that perfect vendor.

If you want to become a member you can visit www.b2bpowerexchange.com/application.asp

Chris has designed this to be immensely valuable to all participants, both members and non-members alike! Check it out and get involved with B2B Power Exchange today!

For more information, contact Chris Pareja

chris@b2bpowerexchange.com

www.b2bpowerexchange.com

Forward/Share This Article With Colleagues And Social Media:

Director- and C-level Networking: A B2B Power Exchange Update

Zone 5 – Ottawa – Networking in High Technology in the Nation’s Capital

By Kensel Tracy
Canadian Bureau Chief

Have you ever wanted to meet the key marketing industry players in your business category and were unable to find the right group? Well here is one the key happenings that is taking place in Ottawa, Canada’s capital city.

ZONE 5 a high technology networking group and has been actively helping technology marketing people build their networks and relationships for the past 8 years. Originally formed by the Ottawa Carleton Research Institute (OCRI) in 1999 to capitalize on the high technology boom in Ottawa, which was then classified as Silicon Valley North, the event has grown and managed to keep its members and adding new member each and every year.

ZONE 5 was originally setup as a one off networking event, which brought suppliers, consultants, knowledge based companies and government organizations together to meet and exchange information in an informal and relaxed atmosphere. As the group grew the networking part of the meeting was combined with knowledge based seminars and public speakers who now present at each meeting. The event has developed a professional reputation for presenting some of the regions best speakers and highly recognized local experts in the technology field.

Zone 5 brings together a cross section of the Ottawa’s 126,000 members of the technology community. By joining OCRI and paying a membership fee, approximately 1819 members of the community are entitled to come to ZONE 5 events. Guests can come and pay a guest fee while members are entitled to come a monthly ZONE 5 event the second Thursday of the month held over the lunch hour.

The agenda allows 45 minutes to meet, great and eat, in a tightly controlled area, which allows participants to be in close proximity, a drink in one hand and a sandwich in the other with your eyes focused on the name tag of the person in front of you. The rules are simple; get to meet as many people as you can within the 45 minute networking session.

Upon the call to order, participants are then led into a small theatre where information sessions are presented by some of Ottawa’s top success stories, which can include new marketing campaigns, products, and events, which are delivered in a format of sight and sound. Usually professionally produced video, power point and music highlight each presentation. At the end of the presentation, back to that tiny little area once again for 30 minutes more networking, coffee and desert. Everything is wrapped up by 2:00 pm.

ZONE 5 has had a loyal following and its growing. It proves that if you provide enough good information, a highly targeted audience and a way to network and interact, that good networking is still a part of every business category.

Next Month – BNI Canada and what’s happening in the Canadian Market.

____________________________________________________________________________________

Kensel Tracy is Senior Partner with the Corporate Coachworkz Inc. and is the Marketing Business and Personal Coach helping advertising, sales and marketing people grow and prosper and can be reached at kenselt@sympatico.ca . Check out his website at www.corporatecoachwork.com

Forward/Share This Article With Colleagues And Social Media:

Zone 5 – Ottawa – Networking in High Technology in the Nation’s Capital

Leonard Getz, Network Kahuna

By Bruce Newman

Mid-Atlantic Bureau Chief
(New York, New Jersey, Pennsylvania, Delaware, Maryland, Washington DC, West Virginia, Virginia)

You rarely find an individual as committed and engaging as Leonard "Leo" Getz, a wildly passionate networker. In a recent and extremely interesting telephone interview, Leo discussed networking and how everyone should be able to benefit from it. Leo, an expert networker, produced a large networking event, Big Business Expo, in Staten Island on September 23^rd.

Are you a network kahuna?

Actually, this isn’t the title I would have chosen for myself. A client gave it to me and it stuck. Calling myself a grassroots networker is probably more accurate.

What is a grassroots networker?

A grassroots networker is a person who is involved with the building of relationships. I’m a conduit - bringing people together who each have something of quality to offer.

This networking experience is a co-operative; it requires both parties to make it happen. It’s not passive, but assertive. I’m the middle person, the mediator, who provides connectivity – “let’s look for a REAL fit” or more succinctly, “what can we build together”?

Too often, networking events – and I have attended hundreds of them in the past few years, are about trying to make the sale, giving away business cards or even just eating lunch. Many of them aren’t really about developing relationships which should be their emphasis. Instead, it’s usually just giving your card to another person and (maybe) following up and calling them the next day, which amazingly, many people fail to do.

On that basis, you would expect most tradeshow experiences to be negative. Do you agree?

I have received many phone calls from businesses and show attendees who have complained about the time, cost and lack of response they received. Often, this is because all they did was “take”. Developing a relationship, understanding the quality of the offering and what is needed is essential for a long term business relationship. There is little relationship-building between any two parties if they don’t bother to understand each other.

Trade shows should not be about hope. They should be about expanding your alliances and the opportunity to showcase. If I go to a trade show thinking, “I hope someone buys my product”, it’s doubtful I’ll be successful.

Remember, everyone who attends an event needs something. Otherwise, they wouldn’t be there. Find out what it is. Even if you can’t supply it, perhaps you can direct them to someone who can. This might even become the starting basis of a relationship.

So, why are you doing an event? How will it differ from most events?

This event has been actually my form of showcasing how I would do it differently. It is borne from years of attending mixers and trade shows. People kvetch about how little they have gotten out of an event. Business events are not about sales. They should be about connections, keeping current and “face time”.

My event is not just a networking event. My mission is to be a matchmaker, to introduce people and help them build something from a common ground. I’m tired of people just giving out cards. I want to build an environment where it’s about interacting and learning from each other-- reaching out, that’s what is important. I’m hoping that the attendees don’t have to be driven so much by their sales quotas and deadlines; that’s the kind of pressure that takes away the natural propensity to be REAL with others.

In building a relationship, what should people be asking?

Too often, people approach an event thinking, “what can I get out of this”? If they were thinking more long term and productively, they should be thinking, “what can I do for you”?

People attend events to sell both services and products. What would you say is the most crucial aspect of what they have to sell?

Quality. Show me quality. Get to know what I want and show me the goods. Showcase your quality. Don’t sit on your laurels. Be active and show me why you’re better. Prove that you’re good. Educate me, and we can start to build a relationship. And remember, relationships are organic – they must grow to survive and they must have trust.

Know your product. Know who you are. This event showcase works because it helps you differentiate yourself from everyone else. Both very large and small companies will be at the showcase; they all need the opportunity to show their quality and to educate and develop relationships.

What also helps identify you is your creative process, something that you take pride in. Put that in the forefront whenever you attend an event. People who can do this make the best impression.

What have you learned from all of the events you have attended?

I have learned many different things from every event I have attended. I have met truly amazing people at some the events, people such as Gayle Naftali (of access.office) who will put people at a round table and have them answer questions about what they do without first explaining it – sort of a What’s My Line? in networking. On the downside, I have also learned that people don’t follow up or effectively network. Without these experiences – both good and bad, I couldn’t do what I am doing now.

Do you have any final words my readers can take with them?

Actually, I have two quotes – neither of which is mine (unfortunately).

“Businesses that give are businesses that grow.”

This one is my favorite. “It’s not just who you know, but who knows you” (and what do they know about you).

Leo Getz, is a grassroots networker with many years of networking experience (www.321bizness.com). He can be reached via email at: leo@321bizness.com or by phone at: 718-229-8953.

Next Month: The results of my survey asking how important it is to attend networking events in this highly connected and very social era.

If you have a major networking event you would like to publicize, please contact me via email and I will list it at the end of the upcoming month’s article.

Bruce Newman is a consulting guru and the Vice President at The Productivity Institute, LLC (http://www.prodinst.com) which provides prodinst by matching the specific software products and services needs of companies to rated outstanding consultants who can meet those needs. Any company that wishes to improve their productivity can sign up for this free service and be contacted by up to five rated outstanding consultants.

Forward/Share This Article With Colleagues And Social Media:

Leonard Getz, Network Kahuna

An Enterprising Initiative

By Andy Lopata

UK Bureau Chief

A campaign that started in the UK four years ago goes global in November. In 2007 over 5,000 networking events ran in seven days to celebrate ‘Enterprise Week’, part of the Make Your Mark Campaign to encourage young people to have ideas and make them happen. Over half a million people attended events, from Make Your Mark in Retail to The Enterprising Young Brits Awards and thousands of small meetings run by networks up and down the country.

The UK campaign has had such a big impact that 17-23 November 2008 is now Global Entrepreneurship Week. The event, co-founded by Make your Mark and the Kauffman Foundation, the World’s largest foundation devoted to entrepreneurship, will see more than 60 countries around the World participate. Expanding the original remit from just young enterprise, the week will include other celebrations, such as Women’s Enterprise Day on 19th November and Social Enterprise Day 24 hours later.

Tim Smit, co-founder of the Eden Project and a Social Enterprise Ambassador, says, “I believe social enterprise is going to be a hugely significant development that can be applicable to anything from the multinational to a corner shop. Social Enterprise Day is all about inspiring more driven, talented young people with values to use their instincts and go into social enterprise.”

Social Enterprise is a key way to capture young people’s business imaginations. Phil Tulba, of the Make Your Mark campaign sees it as a serious business model for the 21st century, one which is extremely popular with young people and will encourage them to become more proactive and enterprising. “Social Enterprise Day will empower more young people to think about innovative, ethical and sustainable solutions to social problems. It will give them the inspiration to have ideas that could have a positive impact on their local community or a global issue.”

David McQueen has spent the last twenty years speaking in schools in communities across the UK. Encouraging children from some of the most deprived inner-city areas to see entrepreneurship and business in a positive light and as a valid career option, Enterprise Week is a perfect match. This year will be David’s third Enterprise Week and he recognises its immense value in giving young people a share of the responsibility for their own futures.

“Enterprise Week allows young people to create their own ideas, gives them permission to take risks and offers them the satisfaction of seeing the results, giving them much more confidence in the long-run.

“As a businessman, it’s a great way of giving back and also learning a lot from the creative ideas the students come up with. It’s amazing how young people can think on the spot and a lot of the ideas can surprise you. You may think that you have seen all of the creative ideas possible but sometimes the innovation young people show is startling.

“Last year we had a group working on creating a low-cost airline that would still reduce carbon footprint. A lot of the ideas they came up with were incredibly sharp, matching the environmental concerns they were focusing on with the basics of running a business.”

One thing that hits you when you get involved with an organisation such as Make Your Mark and events like Enterprise Week is the sheer scale of achievement of young entrepreneurs in the UK.

I first met Patrick Philpott three years ago, when he was a 15 year old schoolboy running networking events for local businesses between school and homework. Patrick has been very involved with the Make Your Mark Campaign for the last three years and, having just turned 19 and completed his schooling, now gives talks to university students about how they can be more enterprising and, through his new business Skill Education runs workshops on enterprise and communication skills for schoolchildren.

“I first came across Make Your Mark in 2005 when I was running the networking events and I was invited to a Downing Street function to launch Enterprise Week and made an Ambassador for the campaign”, said Patrick. “Since then I’ve been involved with raising the profile of the campaign through the media and last year spoke for the Institute of Directors during Enterprise Week.

“As a young entrepreneur it’s given me a chance to raise my profile in the media and make genuinely useful connections with senior figures in business and politics.”

The British Government has been a big supporter of Enterprise Week. The Prime Minister handed out awards at last year’s Enterprising Young Brits Awards, while Government ministers spoke at various events through the week.

The UK’s Business Secretary John Hutton sees building an enterprise culture as an important part of the Government’s enterprise strategy. “We should feel proud that the UK will be leading the world in this major celebration of enterprise this November. It is enormously exciting to see the Enterprise Week model that has worked so well in this country, begin to take hold globally.

“We want this ambitious initiative to connect thousands of successful young business leaders here with their counterparts internationally to spark off new ideas, share information and develop opportunities.”

The development of Enterprise Week globally has come about as the result of other countries picking up on what was happening in the UK. “The initiative was copied last year by, amongst others, the Americans, Chinese and French”, explains Anjoum Noorani, Head of International Campaigns for Make Your Mark. “As a result, we decided, together with the Kauffman Foundation, to create Global Entrepreneurship Week.

“The aim was to create new campaigns in new countries, link up campaigns between countries, appeal to new audiences in the UK, and to instill a global mindset in UK young entrepreneurs.”

Going global can only help Enterprise Week achieve even more results and encouraging a worldwide approach to enterprise and innovation is becoming increasingly important in worrying times. Harry Rich, Chief Executive of Make Your Mark, puts it succinctly, “Enterprise is not a zero-sum game. One country’s success does not deprive other countries in the long-term. The sharing of ideas between entrepreneurs and innovators across the globe is our best hope in tackling the major global challenges common to all nations.”
Forward/Share This Article With Colleagues And Social Media:

An Enterprising Initiative

Making The Most of Local Networking

By Bill Doerr
Sales and Marketing Editor

Bill's section is brought to you by qAlias

15 Second Executive Summary

Attending a number of recent local networking events has reminded me of some good lessons that are definitely worth keeping in mind if you want to leverage your local exposure factor and see meaningful results for all your time and efforts.

Many people feel they ‘show up’ but often leave with a feeling that they didn’t make the best use of their time or the potential opportunities at the event. By doing a few simple things, you can leave these events feeling your time and effort will produce a great ROI.

The lessons are very simple, do-able and highly effective, too.

Lesson 1: Learn Who’s Attending

Before attending any event it’s good to know who is there. Or, at least planning to be!

Most events are sponsored. And, planned. So ask the host for a list of potential attendees before the event takes place. More often than not you’ll get one! Review who’s supposed to be there. You’ll probably find people you’ve wanted to meet and voila! – now you can. You may also use this ‘advance’ information to help you decide what to bring and why. Recently, I noticed that someone I’ve wanted to meet was planning to attend an event I was attending as well. I brought one of my special reports for her. I was even able to personalize it. When we met at the event, I presented her with her personalized copy of my signature Special Report. Needless to say, she was impressed. I easily secured a follow-up meeting after the event and the expectation she has about me is far better than if I showed up ‘cold’. Yes, it takes planning. But boy, it’s sure worth it!

Lesson 2: Qualify Your Contacts

I really should say, “DIS-qualify”. Here’s why. Most people are good people. But, if you are seeking to find someone you can work with to grow your network or business, then not everyone is equally qualified to consume your time, money and energy.

My suggestion? Identify who has the ability to help you reach your business objectives and learn who doesn’t. That way, you invest your limited time, money and energy on those people where it will do you the most good!

I find the following system is helpful to ‘grade’ a networking contact. Use a simple scale of ‘1’ or ‘2’ or ‘3’ where ‘1’ means someone isn’t likely to know or come into contact with the kind of person who can best appreciate and respond to the benefit you offer; ‘2’ means you’re not sure; and ‘3’ means they are definitely likely to know the kind of person you want to meet. Then, put your time into further qualifying the ‘2’s and cultivating a relationship with the ‘3’s.

Lesson 3: Be a Host

There’s nothing more comforting than to be introduced to someone else by the host or hostess of a party. Unfortunately, there’s not enough hosts to go around. But being a host is more of state of mind than anything else.

So here’s your chance! Act like you’re the host of the event or venue. Bring people into contact with one another. You’ll be very appreciated and they’ll be better for it, too.

Lesson 4: Help The Other Person First

This is a fundamental issue. The best networkers I know (and I know quite a few!) are people who seek to help the ‘other’ person find some connection of value before they seek to satisfy that same need for themselves.

I like to ask, “Let’s suppose I ran into someone who is a candidate for your services . . . how would I know???”.

Unless you’re talking with a crashing boor, you’ll probably be asked the same question in return. In fact, it’s almost guaranteed!

When that happens, ask the ‘Magic Question’. Right after you’re asked what you do, tell the other person simply – e.g. “I’m a ___________; I help _________s to __________”. Keep your answer simple. Say what you have to say in one breath of air – no more. Then, without pausing, add, “Tell me, if you or a friend . . . should ever need to know someone who does what I just told you I do . . . does anyone come to mind that you would either use yourself or refer to a friend?”.

If they don’t have someone they’d use or refer, offer to be their ‘friend’ in your business.

If they do have someone they’d use or refer, acknowledge that fact. But then ask if they feel it’s a good idea to know more than one person in a field they may need. The way I do this with men is to ask, “If you were a football coach, would you want more players on the bench than you have positions on the field?” Their answer is, “Of course!”. From there, it’s easy to ask if you can apply to ‘sit on the bench’ in your field – in case they ever need another player because their existing relationship in your field is ever unavailable or lacks a specialized skill (e.g. some lawyers are litigators and others do transactional law) they may need. If they agree that makes sense (and most people do!), invite them to invite you to ‘keep-in-touch’ and ‘stay-in-mind’. Try it. It really works!

Lesson 5: Follow-up!

It’s easy to forget that your work isn’t finished until it’s all done! After attending any event or venue where you connect with new people, it’s critical that you bridge the initial contact venue and move into the everyday world of the person you’ve met.

At a minimum, send a notecard with a personal note after meeting someone. Why? For starters, no one else is likely to do this. Consequently, you’ll stand out from the crowd just by doing this simple, civil courtesy. Etiquette is a lost art. Demonstrate you have a modicum of manners and you’re sure to leave a lasting and very favorable impression.

Want to go even further? Invite the person to receive your email or snail-mail marketing communications on a regular basis. This is why you have a newsletter or e-zine. Use it!

Ultimate follow-up? Ask someone, “What do you do for a hobby?” Then search online for articles related to that topic you can send them a hyper-link to view online. Over time, you’ll find you’ve collected a virtual ‘library of links’ for all manner of content that you can email to someone a few days after you meet them with this simple subject line: “Just thinking of you . . .”. As a way to demonstrate an attitude of thoughtfulness, this is pretty darned hard to beat!

Summary

Your time is a limited commodity. Therefore it’s precious and valuable. Networking events, business conferences and everyday opportunities inherently hold great promise but, if you don’t plan to make the most of them, you probably won’t.

The five lessons described above will, if you apply them, help you enjoy an above-average ROI for the time, money and energy you invest in meeting with new people anywhere.

Bill Doerr,CCO of SellMore Marketing, LLC is the creator of The Preferral Prospecting System™,


The Expert Directory™, The Client Machine™ and The Ultimate Client Development System™.

He is an Authorized Duct Tape Marketing Coach and a licensed facilitator of the Get Clients NOW! program. Bill uses these resources to 
help service providers generate more awareness in their marketing area, interest in their services, and revenues in their bank. You can reach Bill by phone at: 860-798-6964, online: www.getnewclientsnow.com by email: billd@sellmoremarketing.com or through the TNNW Blog: http://thenationalnetworker.blogspot.com

Forward/Share This Article With Colleagues And Social Media:

Making The Most of Local Networking

Refining Your Networking - Monetizing Your Contacts

by Douglas Castle, Guest Columnist

This article is brought to you by Salesconx.com

Dear Fellow Networkers and Readers:

I am honored to have been invited to fill in for (as best I can) Adam J. Kovitz's customary column in this edition of THE NATIONAL NETWORKER.

As many of you know, Adam's father passed on September 22nd and Adam's family is in mourning. I send Adam and his family my most heartfelt condolences, as I am certain that we all do, and I am hopeful that this article will do him justice.

*****

REFINING YOUR NETWORKING - MONETIZING YOUR CONTACTS

On topic, I am persistently confounded by the theoretical notion of networking and the great feats which it should be able to accomplish, as opposed to stark contrast of the real-life, real-time applications of networking, which are, generally speaking, neither well-organized, nor optimized. As an outsider, when I observe networking activities and networking organizations, I see the following tendencies:

-------------------------------------------------------------------------------

1. The collection of as many names as possible to build an enormous contact list or group, with minimal selectivity and without even an introductory email or discussion;

------------------------------------------------------------------------

2. Very limited conversational activity between networkers, with the exception of one-sided self-promotion, or discussions about the subject of networking instead of the subject of creating mutually beneficial relationships through the vast reaches of cyberspace. It is a strange sort of auditorium where everyone appears to be either just issuing authoritative-sounding academic proclamations (advising or just theorizing) about networking. Sometimes it is somewhat of a marketplace where everyone is a seller and no one is buying;

-----------------------------------------------------------------------------------

3. Very limited discussion, on both the "one-on-one" level, and on the forum level, about specific business requirements (through actual questions), co-venture opportunities, or about specific deals;

-----------------------------------------------------------------------

4. Very limited discussion or effort toward converting a network of contacts into a cohesive group, or a united team for the benefit of all of its members. The opportunity for exponentializing power and accomplishing great things through a cooperative group effort is often all but ignored. By way of several simplistic examples: If all of the members of a 5,000-person group decided to favor a website or blog, that website or blog could rapidly rise to the highest search engine rankings; if all of the members of a 5,000 person group decided to each contribute the sum of $10.00 per month to a cause, that cause (or the organization championing that cause) would be in receipt of $50,000.00 per month! The Law Of Large Numbers is indisputable. And [one should never start a sentence using the word "And"] what if each group member were able to pursuade 3 acquaintances of his or hers from outside of the network to contribute the same amount? The cause (or company, or candidate) could receive $200,000.00 per month...all from cooperative networking through the inexpensive medium of cyberspace!

-----------------------------------------------------------------------------------------------

5. Very limited interpersonal communication from individual member to individual member to build genuine human rapport. Communication is an essential part of developing value in any relationship, and it requires an investment of time. If you do not invest that time, it is highly unlikely that you will ever convert contacts into relationships. I belong to a great number of networking groups, and I receive very few communications from my fellow members, either directly, or posted to an online community forum. How can we help each other if we know nothing about each other. What good are contacts who remain strangers? Friends are not truly friends until they are tested.

I would propose the following practices to help us all to monetize our networking:

1. Send a letter to each of your contacts introducing yourself and what you do;

2. Forward news articles of interest and other items to your contacts at least monthly to share information with them and to remind them of your existence;

-----------------------------------------------------------------------------

3. Submit legitimate business and other specific requests to your network at every opportunity; Don't just advise... seek advice. I have seen too many questions posed along the lines of "What will you achieve on Linked In in 2008?" That is, to my thinking, a wasted communication opportunity... Networkers should talk about business as well as about networking!

4. Organize group efforts (cooperative fundraising, advertising, endorsements, reciprocal linking, et cetera) at every opportunity. Turn your contact list into a relationship list; turn your relationship list into an action group. Create a cooperative community. Create a team. make things happen.

----------------------------------------------------------------------------------------

5. Introduce new members to your network under your sponsorship. In fact, send out a mailer to your group about the new member so he or she will be warmly received as a friend. Do the same with good referrals from within the group;

---------------------------------------------------------------------------------------

Be consistent. Be persistent. Focus your efforts. "Work" your network. Build your Relationship Capital through your participation and visibility. MONETIZE.

Adam's series on Monetizing Relationship Capital will continue next month.

-----------------------------------------------------

Thank you, one and all, for your kind attention.

Faithfully,

______________________________________

Douglas Castle

------------------------------------------------------------------------------------------------------------------------------------

CHILDREN'S INTERNATIONAL OBESITY FOUNDATION

THE GLOBAL FUTURIST

THE INTERNATIONALIST PAGE

LINKED IN

Forward/Share This Article With Colleagues And Social Media:

Refining Your Networking - Monetizing Your Contacts

TNNW, September, 2008, Week 3: Putting the "Great" Back in Great Lakes

Die-hard fans of TNNW may have noticed that it's been a while since we've heard about the great networking taking place in the Great Lakes Region of the United States.

Have no fear...Matt Anderson is here!

Who is Matt you ask? He the newest member of the TNNW family and our new Great Lakes Bureau Chief, and while he has some big shoes to fill, he is more than up to the challenge. Matt will be bringing you what's working with networking: the best networks, the best events and the movers and shakers in Ohio, Michigan, Indiana, Kentucky, Illinois and Wisconsin.

Matt is a British expat, who now lives in Madison, Wisconsin. His company is the Referral Authority and he is a speaker and contributing writer to Horsesmouth.com. Matt teaches, coaches and speaks to audiences of financial representatives from such organizations as New York Life and Prudential Insurance about utilizing networking to achieve corporate objectives. WELCOME MATT!

As always, I look forward to networking with you...

- Adam
Forward/Share This Article With Colleagues And Social Media:

TNNW, September, 2008, Week 3: Putting the "Great" Back in Great Lakes